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Mindset Matters: Getting Inside the Head of Top Dollar Speakers

When you think about the highest earning speakers and business coaches, people like Tony Robbins, Ali Brown, Carrie Wilkerson and Marie Forleo, what comes to mind? Charisma, experience, and expertise are often at the top of the list, but would it surprise you to know that those are not the most important characteristics?

In fact, while those things do help attract and keep an audience, there’s one thing that is absolutely critical to their success, and you can’t even see it. Mindset.

It’s true. In everything you do, whether in business or in life, your mindset is the determining factor when it comes to your success. Your public speaking plans are no different. Whenever you have a conversation whether it is with one person or a hundred, there are always two conversations going on: the one you are having with the person(s) in front of you and the one you are having with yourself. That inner conversation highly influences the outer conversation. Without the right mindset, the outer conversation will be tainted by the negative conversation you are having with yourself. It’s almost impossible to project confidence when you are filled with inner doubt.

So before you can realize your dreams of having four- or five-figure clients, well paid keynote speeches and sold out workshops, you have to do some internal work. You have to make some changes to your own mindset in order to project the kind of confidence the top earners in your industry already do and feel.

Changing Your Inner Conversation

Start paying attention to the types of things you say to yourself before going into a meeting or before stepping onstage. “I’m so nervous, I know I’m going to mess it up.” “No one’s going to want to hear what I have to say.” “Why would anyone pay to work with me or hear what I have to say?” Sound familiar? If so, it’s time to change the way you talk to yourself. It doesn’t matter how talented you are at what you do, if you don’t believe in yourself, no one else will. If you can’t see your worth, they won’t be able to see it either. If you find yourself complaining, stressing out or spinning in negativity—turn your attitude around. Change the conversation. Whenever you think something negative about yourself, counter it with something positive. I don’t remember who said it first but I completely agree: “If you argue for your limitations you get to keep them.” Conversely, advocate for your strengths and they will multiply.

There’s nearly always something to be grateful for, even in the worst situations. And when you can rethink and revise your attitude for the better, you’ll not only be happier, but you’ll attract a better audience, too.

Growing Your Confidence

Here’s something else top-end speakers have in common: confidence. They believe in what they do. They believe in their ability to help others achieve the same thing. They walk on stage or join a webinar filled with the knowledge that what they are about to say will change the lives of those who are listening.

It’s not cocky or arrogant, it’s just confidence. And if you don’t have it yet, you can take steps to increase it.

Start by asking yourself, in any new or uncomfortable situation, “What’s the worst that could happen?” Of those worst-case scenarios, resolve what you have control over, and let the rest go. So if you’ve agreed to speak in front of a small group of business owners, and your fear is that you’ll flub your speech, practicing beforehand will greatly improve your confidence.

Next, get inside the head of someone who is confident in what you’re about to do. Walk onto that stage as if you’ve been doing it for years, and not only will you feel more confident, but you’ll be more confident. You can use the “as if” attitude in everything from creating a new product to closing a sale. Whenever you feel your confidence failing, just remember to act as if you’ve done this successfully hundreds of times.

Just like how the person you’re talking to on the phone can hear a smile in your voice, your potential clients can sense your mindset. And if it’s not up to the standards of the top earners in your niche, you’ll struggle to make the sale. Work on your attitude and confidence levels, and watch your income soar.